Sales Training

Raising the level of salesmanship among participating contractors is of critical importance. But any honest assessment proves that this is a process, not an event. As a utility, state agency or program manager, your organization can begin the process of supporting and transforming your contractors into more sales driven and efficiency oriented personnel. Every contractor and his/her team needs to understand that each time they interface with a prospect or current customer it’s an opportunity to sell energy efficiency and promote energy saving measures through your program; and more importantly they need to take advantage of that opportunity.

One of the pillars of success for modern best-in-class contractors is a team that is well versed in the art of customer relations, and has the confidence to talk with customers in the role of their Energy Savings Expert. The good news is that these communication skills and sales focus can be learned. With the right message and presentation, your participating contractors can become solid sales performers. Just like having the right tools for the job makes all the difference, the right communications training will have the immediate positive impact of increased revenue for participating contractors and improved performance within the your program.

Warm Thoughts Communications’ Contractor Sales Accelerator Program is designed to impact existing personnel so they can generate more sales and revenues now, and continue to build the foundation for ongoing success. Our training program is also ideal for persons new to selling jobs in a business-to business environment

Topics covered include:

• Communication skills
• Assess customer needs through the right questions and active listening techniques.
• Presentation of the cost-savings and comfort benefits of program-approved efficiency recommendations in a relatable way.
• Applying the fundamentals of successful salesmanship to improve the number of lighting projects, heating system upgrades, energy management system installs, and enhancing conversion rates from assessment to sold job.
• Understanding emotional intelligence and applying that knowledge to improve the contractor’s selling effectiveness.
• Recognizing the four personality types of buyers and using the right strategy for selling to each type, via a general DISC personality overview.
• Overcoming customer objections to moving forward with energy efficiency measures.
• Using essential pre-closing techniques.
• Turning satisfied customers into referrals!

Contact us to learn more about our sales training.

Our Services:

• Research & Best Practices
• Sales Training
• Marketing